I first wrote about a trend I saw in Sales Leadership in 2014, and now, five years later, its reached epidemic proportions. It’s called “Whack-a-Mole Management.” You remember the arcade game. The moles would pop…
There is a way to immediately become a better Sales Leader, but it requires practice and diligence. It can be summarized in one word – evidence. As Sales Leaders, we are overloaded with too many…
The lack of consistent and sustainable high sales performance can be credited, in most instances, to poor Governance. The question for Sales Leaders is “where are you going to set the performance bar?” and “What…